Omnico Inc

OMNICO INC.

Yulia Mitrofanova

DeVry Keller Graduate School of Management

MKTG 577- Sales Management

Dr. Lynn Szostek

May 11, 2016

Table of Contents

I. Statement of the problem………………………………………………… 3

II. Summary of the facts…………………………………………………….. 3

III. Analysis……………………………………………………………………3

IV. Recommendations…………………………………………………………6

V. Conclusion…………………………………………………………………6

Statement of the Problem

According to newly hiring Buddy Towel, very successful sales person for 20 years on administrative position. The problem is who is more competitive Laura or Buddy about encouraging the sales force.

Summary of the Facts

According to the case study, Mr. Towers is the most talented sales Manager for more than 20 years. He started his career after the graduation of his university and immediately became the most successful sales person at Omnico. The CEO of Omnico thought that Mr. Towers deserves to be the Sale Manager position because he knows how professionally and successfully attract more customers. After checking the Omnico sales analytics, Mr. Towers found that the company pays more attention on finding new clients instead of stay in touch with “old customers”. Mr. Towers recommends to be focused more on maintaining relationship with this clients in order to make the customers feel how loyal and respectful Omnico to their customers. Moreover Mr. Towers is thinking that in order to do it all salespersons needs to sell on a golf course because this strategy worked for him for 20 years. Unfortunately, not everybody was excited about his strategy to approach customers. One sales representative Laura Kilburn, she has been working for Omnico for five years says “Buddy you’re still old school. Today’s customers don’t come back to us because they’re our golfing buddy; in fact many of mine don’t even golf. Customers only re-buy from Omnico only when our products and service improve their...